HPE EMEA channel boss 'sceptical' about Dell EMC's partner programme

Executive takes a swipe at rival Dell EMC at technical conference

HPE's EMEA channel boss Carlo Giorgi says he is "sceptical" that Dell EMC's new partner programme will bridge the gap he claims there is between the new programme and that of HPE.

The Dell EMC Partner Programme went live formally today, but further details - such as rebate figures and tier thresholds - will be made public on Wednesday.

The rivalry between Dell EMC and HPE - and HP - has heated up in recent months. At the HP and HPE partner conferences in Boston last autumn, Dell EMC hired performers to turn up outside and dance with giant Dell EMC-branded balls.

HPE's Technology and Solutions Summit kicked off in Cannes today. During a media briefing, HPE's EMEA vice president for channels, service providers and SMB Carlo Giorgi outlined the firm's channel strategy, claiming that the traditional IT business remains just as important to the firm as emerging digital transformation opportunities; something which is reflected in the company's partner programme.

When asked by CRN how he feels HPE's partner programme and strategy stacks up to that of Dell EMC's much-hyped offering, Giorgi says he is unconvinced about its potential for success.

He said there has been "a lot of talking" about the programme but pointed out that key details have yet to be announced, meaning he is reserving full judgement until then.

"They have not announced details and for now it is a lot of talking," he said. "We will [have to wait and] see the percentages [of rebates] and upfront and back-end margins. So for now, it's just an announcement but with no data in it. When we have the data we will compare and reflect. We will do studies and surveys to see if they bridge the gap with where we are today. I am sceptical that they will because they are coming from two different programmes and bringing them together.

"By default, when you bring together two programmes you have some partners that lose out a bit. Once they announce the details we can compare it. For now we are a leader in partner programmes and we expect to continue to be leaders. They have a gap to bridge from the two companies that they are bringing together."

He added: "They have an unclear distribution strategy and ours is very clear."

Dell EMC announced last month that it has cut 110 distributors globally, but has yet to announce specific details on how this affects countries individually.

Dell EMC claims its programme will be "extraordinary" and is aiming for it to be the best in the industry. Further details are expected to be announced on Wednesday. Last month its channel boss Cheryl Cook gave CRN a preview of what to expect.